Practice acceleration! : helping chiropractors maximize patient volume and revenue

496 Pages·2013·10.28 MB·English

by  Stevens

Testimonials for Practice
Front Matter
Acceleration!
“Dr. Stevens has put together a text all new Chiropractors should read in their last semesters of school! All
the bases of getting off to a successful start are covered in Practice Acceleration. Read, digest, and go save
the world!”
DR. TOBIN LINGAFELTER
Owner, Back & Neck Care Center of Sunset HillsSt. Louis, MO
“Nobody knows the business of chiropractic like Dr. Stevens. His keen insights on the fundamentals of
running a strong practice are of value to new and experienced DCs alike.”
DANIEL SOSNOSKI EDITOR-IN-CHIEF
Chiropractic Economics “Practice Acceleration is a must-read for any newly graduated Chiropractors
and established Chiropractors who want to take their business to the next level. This is the textbook that
you never had, but should have had in school. If you’re serious about getting more patients, more visits,
and more money, you have to read this book!”
JEFF GREEN
COO
Well JuvenateCashiers, NC
“As a former Chiropractic Office Manager and direct benefactor of Drew’s wisdom, I had the honor of
working for a successful Chiropractor who practiced many of the principles that you have read in this book.
If you have an open mind, are committed, and work hard, Drew’s book can guide you to a successful and
fulfilling practice.”
TERRI POWELL
St. Louis, MO
“Drew gives extremely valuable information in a simple, easy-to-follow book. This is a must-read for any
Chiropractor who is still in school, newto practice, or struggling in practice.”
DAVID HADDEN, DC
O’Fallon Crossing Chiropractic O’Fallon, MO
“Dr. Stevens’ marketing and branding ideas are right on target. If you’re not earning a salary in the high six
figures, this book is for you. Follow the easy steps provided in this book and watch your visibility and bank
account increase.”
TERRY JO GILE
The Safety Lady
North Fort Myers, FL
“Drew Stevens will quickly teach you that there are strategies and tactics for your practice that enable you
to be more effective, more highly regarded, and more able to create a balanced and rewarding life. Martyrs
have a hard time paying the mortgage.
What you practice is your business, but what you perfect will lead to greatly increased business. Follow
Drew Stevens’ advice and fill your waiting room—but as you’ll see, you won’t keep them waiting for
long.”
ALAN WEISS, PH.D.
Author, Million Dollar Consulting and The Consulting Bible
Providence, RI
“Dr. Drew Stevens really nails it! In my practice, I not only look inside the Chiropractic profession but I
frequently look outside the profession for inspiration in the areas of customer service, business
management, marketing, and personal motivation. Dr. Drew covers all of these areas in this book. He brings
to the table successful techniques, business models, and personal experiences that can and will help you
grow your practice.”
DR. PATRICK FEDER
Comprehensive Chiropractic “Dr. Stevens’ insights are right on point. Through his book and coaching,
not only will you fill the void in your Chiropractic education, you will develop the practice of your
dreams!”
DR. RON NISBET
Experience Your Greatness St. Louis, MO
“Medical practice is very complex and different from general business. As a Chiropractor you not only have
to be an expert in your field of practice, you also need to understand and deal with insurance companies,
government policies, referring physicians, and hospitals. You also need to interact with patients. Marketing
strategy is a process that can allow Chiropractors to concentrate their limited resources on the greatest
opportunities to increase patient flow and achieve sustainable competitive advantage. Drew has developed
an impressive, comprehensive, step-by-step marketing strategy that leads to a successful practice. This book
is a must read for anyone in Chiropractic practice who wants to improve patient care, revenues, and position
in the market.”
SUDHIR JAIN, MD, FACC, MBA
Associate Professor of Medicine Washington University school of Medicine St Louis, MO
“Healthcare is changing rapidly and as a result, traditional marketing is significantly less effective. I have
been in practice for 13 years and implementing Dr. Stevens’ system has been a game changer. Dr. Stevens
revolutionizes the way you will look at your practice—and certainly the way you approach your marketing
campaign.”
DR. WAYNE DAVIS, DC
Moline Chiropractic Clinic/Bioshaping of the Quad-Cities Moline, IL
Contents
Front Matter
Testimonials for Practice Acceleration!
About the Author
Foreword
Preface
Section One: Foundations for a Successful Chiropractic Practice
Chapter 1: What They Did Not Teach You in Chiropractic School
Chapter 2: Solo–Associate–Independent Contractor
Chapter 3: A Business Plan That Works
Chapter 4: Creating Direction with Strategy
Chapter 5: Fuel for Your Practice
Chapter 6: Developing the Perfect Practice
Section Two: Creating Awareness that Brings Patients to the Reception
Area
Chapter 7: Creating Awareness and Community
Chapter 8: Practice Acceleration with Referrals
Chapter 9: Networking Techniques for Practice Development
Chapter 10: Secrets to Creating a Service Culture
Section Three: Processes that Create Efficiency and Productivity
Chapter 11: Working with Difficult People, Patients and Principals
Chapter 12: Front Desk Effectiveness
Chapter 13: Office Tools and Operations (Policies, Procedures, Office Manual)
Chapter 14: Employee Collaboration and Commitment
Chapter 15: Chiropractor as Leader
Chapter 16: Meeting Acceleration
Chapter 17: Handling Stress and Burnout
Chapter 18: Creating Stretch Goals to Motivate Staff
Section Four: Personal Development and Accelerating Future Success
Chapter 19: Selling the Value of Your Service
Chapter 20: Accounting and Benchmarking—Keys to Financial Success
Chapter 21: Learn From the Masters—The Power of Self-Mastery
Chapter 22: Organization and Time Management Secrets
Chapter 23: Succession Planning
Afterword
Appendix: Listings of Templates for Business Improvement
Article Template
Cancellation Clauses
Cancellation Policy for Chiropractic Office
Clean Up Database
Closing Questions
Confirming the Next Appointment
Cold Calling File
Contact Lead Sheet
Customer Service Follow-Up
Follow-Up From Networking Event
Follow-Up Letter
Follow-Up to No Response
Introduction Letter
Invoice
Lost Business Letter
Magazine Article Letter of Inquiry
Marketing Activity
New Product/Service
Newsletter Format
Overdue Payment
Prioritization Form
Pro Bono Request
Procrastination Planner
Promoting A Workshop or Seminar
Referral Letter
Requesting a Testimonial
Speaking Contract
Telephone Script
Testimonial Letter
Thank You for the Business
Third-Party Referral Follow-Up
Tracking Spreadsheet
Typical Client Results
Web Site Components: Best Practices
I dedicate this book to Christine, my soulmate, best friend and biggest fan
who has helped me through my victories and defeats, always cheering me
across the finish line. And to my pride and joy Andrew and Ashley, whose
smiles and support make your dad so proud.
I also want to thank those who walked before me to show me the way: Golda
and George Jeffrey and “Box James,” who never lost hope in what I offer
the world, and Dr. Ralph Baralle and Dr. Patrick Feder, whose friendship,
coaching, and open hearts helped lead me to write this work.
God bless you all!
About the Author
A WORLD-RENOWNED MARKETING mentor for doctors, Drew
Stevens, Ph.D., has 30 years of practical experience in management, as well as
advanced degrees in strategic marketing and branding.
Dr. Stevens is devoted to helping healthcare professionals transform their goals
into actionable results that lead to a successful practice. He has developed a
consistent marketing methodology that increases brand value and loyalty by 40%
while reducing labor intensity, resulting in record revenues and higher
productivity. With the help of Dr. Stevens, thousands of professionals, including
chiropractors, have brought in billions of dollars in new revenue and attained
financial freedom!
When not coaching and consulting, Dr. Stevens is an international speaker and
author. He has written more than 700 articles and 1500 blog posts about practice
management issues such as staffing, leadership, business development,
marketing, and patient service. He is the author of the bestselling Split Second
Selling, Little Book of Hope and Customer Momentum—Discover the Secrets
that Keep Customers on the Move, and the highly acclaimed Practice
Acceleration. In addition, he has produced more than 47 audio programs. His
expertise has been featured in Chiropractic Economics, Dynamic Chiropractic,
and The New York Times.
Dr. Stevens is an adjunct instructor in marketing and entrepreneurship at several
graduate universities and developed a business development program for St.
Louis University. He has trained thousands of people, traveling to South Africa,
Louis University. He has trained thousands of people, traveling to South Africa,
Japan, the United Kingdom, Singapore, Mexico, Canada, and Ecuador.
Drew Stevens and his family live in St. Louis, Missouri. He can be reached at
www.stevensconsultinggroup.com.